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• Sales meeting?
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A partial list of subjects we frequently speak on follows Scott's Bio. Don't see an exact fit? Just drop us a note and we'll do our best to accomodate your needs.

Speaker's Bio

Scott A. Metcalfe, President and CEO of Empire Consulting earned a BS in Chemical Engineering with honors from Ohio University and an MBA from the W.P. Carey School of Business at Arizona State University.

Scott began his professional selling career in 1988. Since that time his career has taken him from salesman, to Vice President of Sales and Marketing, to entrepreneur and business owner. Along the way Scott has received numerous selling and marketing awards, been published in several international magazines and conducted business in the United States, Canada and Europe.

With a passion for selling, leadership and human development, Scott has focused his efforts on helping businesses and individuals in the greater Fox River Valley achieve their goals since the spring of 2000. A frequent public speaker, Scott has entertained and educated audiences on a variety of business topics including business development, services marketing and of course selling and sales management.

Success today is a dynamic process requiring on-going training, careful planning and disciplined execution throughout one's career. As the Fox River Valley's only licensee of the Sandler Sales Institute, Empire Consulting was established with a commitment to improving the long-term job performance, sales production and financial success of deserving sales professionals, small businesses and non-selling professionals.

Business Growth and Client Development Topics

Selling and Thriving in a Recession

Zeros in on the 3 fundamental truths you must follow in order to capture the opportunity a recession provides (30 - 60 minutes)

Growing your business in the 21^st Century

Focuses on the evolution of the business development process over the past 50 years and describes the changes that successful companies are making today to capture more revenue more efficiently. (30 - 90 minutes)

The Waterfall of Business Development

Using the analogy of a waterfall Scott explains the 4 essential components of business development and examines some of the most prevalent pitfalls small businesses encounter when trying to grow their revenue line. (30 - 45 minutes)

How to sell on value instead of on price

Tired of being "shopped" and treated like a commodity?  Learn how to counter the price assault and get paid for your value. (30 - 60 minutes)

How to develop a "smart" price for your product or service

Is your idea of pricing simply matching your competitor?  Perhaps "marking up" your costs?  Learn how to develop a "smart" price that returns maximum profitability.  Developing an effective pricing strategy is one of the least understood yet most critical aspects of business development. (30 - 90 minutes)

Over coming the stigma of selling...Selling Strategies for Professionals

Finally, a talk about the reality of client development for lawyers, accountants, financial planners, consultants and other professionals who must not only be competent practitioners of their chosen field but also grow their business.

(30 - 60 minutes)

Why your prospects won't return your phone calls

What most sales people and non-selling professionals don't realize is that their prospects have a buying process designed to neutralize their efforts.  This talk examines the buyer's system in detail and presents an alternative strategy for engagement. (30 - 60 minutes)

Sales Management and Selling Topics

How to re-motivate your sales team

It's likely that your sales people are not motivated for a reason.  This talk examines some of the most common de-motivating factors for all selling professionals and presents actions to eliminate these factors and prevent their recurrence. (30 - 60 minutes)

Building a superior sales force

Examines the "essentials" of building and managing a successful sales force in today's demanding business environment.  Includes the content of  "17 interviewing mistakes and how to avoid them when making your next sales hire."

(30 minutes)

17 interviewing mistakes and how to avoid them when making your next sales hire.

An ounce of prevention is worth a pound of cure and no where is this adage more true than when hiring sales people.  Avoiding these 17 mistakes could make the difference between the success and failure of your sales team.

(15-20 minutes)

Break the rules...and close more sales

Following the same tired rules of engagement will always lead to the same old tired results.  Learn how to change the game of selling and significantly grow your revenue.  (30 - 90 minutes)

Why salespeople fail...and what to do about it

Effective salespeople understand that selling is much more than learning a few catch-phrases and techniques.  This talk focuses on the synergistic roles that Behavior, Attitude and Technique play in the successful sales person.

(30 - 90 minutes)

Networking and Business Etiquette Topics

Crafting an effective 30-second commercial for your business

Whether you are making a cold call, attending a networking meeting or riding in the elevator you need a concise and effective communication vehicle that tells people who you are and why they would want to do business with you.

(15 - 30 minutes)

The essentials of business etiquette

When all other things are equal, success lies in the margins.  Knowing the "little things that mean a lot" when it comes to business etiquette can mean the difference between getting the sale or not.

(45 minutes)

Web 2.0 Marketing Strategies

Using the Web and Social Media to Build Your "Expert" Brand

There are dozens of easy, free ways to build your expert status and your brand on the web.  In this talk some of the most impactful tools are identified and explained.

(45 minutes)

Web Secrets For Marketing ANY Business (and why YOU must use them!)

Do you want to learn how to quickly, easily and inexpensively leverage "Web 2.0" strategies to build your brand, expertise and market dominance?  Learn how to gain more new clients, retain more existing clients and make more money using web strategies that will leave your competitors behind.

Customized Topics

Don't see what you need?  Depending upon his schedule it's possible that Scott might be able to create a customized talk for your group.  Please contact Empire Consulting with your ideas and we'll see what we can do for you.